MAR3400 EXAM 1 QUESTIONS AND ANSWERS WITH
COMPLETE SOLUTIONS GRADED A++ LATEST UPDATE
What is professional selling?
• A productive conversation between two parties
• Typically B2B or complex B2C contexts.
• A methodology designed to discover and understand the needs and values of another
party
• A demonstration of the features and benefits of your products or services that will
address the needs of the other party
• The process of building a relationship or a partnership
• Critical to the success of any venture and almost all careers
• A set of skills applicable and useful in your ENTIRE life
3 Levels of Goal Attainment
Thinkers
Writers
Sharers
76% who do all three
The WGSA Process for Goal Setting
Why
1 goal
,3 strategies
5 actions
Transactional Selling
Product Orientation
"here is my product and how it works"
Needs Satisfaction Selling
Customer Orientation selling during the 1970s-1990s and its about understanding the
customers needs; examples include Ziglar and the Xerox selling model; this model
came as a reaction of a market with mass customization
Partnership and Value Selling
Occurred during the information age from 1990-2020 of discovering trends and
strategies, helping customer digest the abundance of available information, and on-
going relationships between buyer and seller
Selling Context
The circumstances that form the setting for an event in terms of which it can be fully
understood and assessed. The interrelated conditions in which something exists or
occurs; i.e. environment or setting When we say that something is contextualized we
mean that it is placed in an appropriate setting, one in which it may be properly
considered.
Why does the "Selling Context" matter?
Context changes the circumstances, the setting and the conditions, therefore
-Context may change the customer perspective
-Context may change the sales tasks
, -Context may change the salesperson's role
-Context may change the sales cycle
The Importance of Sales Experience
"Revenue minus costs must be greater than zero. In other words, a PROFIT must result
from the business activity."
CEOs have sales experience
50% of students end up in sales at some point
A Sales assignment early in a career is valuable:
Customer contact - how they think, what they need
Market knowledge
Platform for performance - results matter, measurable Credibility, both inside and
outside the organization
Executive behaviors - discipline, planning, problem solving, time management,
communication, influence
Product-Oriented Selling Models
when a known need already exists and the task is to demonstrate the product
Memorized, Prepackaged or Script-Oriented Selling Models
when a large salesforce exists, or there is high salesperson turnover, and/or minimal
customization is needed
Customer-oriented Selling Models
adapted to the customers specific needs
Transactional Selling Models
when no repeat business or ongoing relationship is expected
COMPLETE SOLUTIONS GRADED A++ LATEST UPDATE
What is professional selling?
• A productive conversation between two parties
• Typically B2B or complex B2C contexts.
• A methodology designed to discover and understand the needs and values of another
party
• A demonstration of the features and benefits of your products or services that will
address the needs of the other party
• The process of building a relationship or a partnership
• Critical to the success of any venture and almost all careers
• A set of skills applicable and useful in your ENTIRE life
3 Levels of Goal Attainment
Thinkers
Writers
Sharers
76% who do all three
The WGSA Process for Goal Setting
Why
1 goal
,3 strategies
5 actions
Transactional Selling
Product Orientation
"here is my product and how it works"
Needs Satisfaction Selling
Customer Orientation selling during the 1970s-1990s and its about understanding the
customers needs; examples include Ziglar and the Xerox selling model; this model
came as a reaction of a market with mass customization
Partnership and Value Selling
Occurred during the information age from 1990-2020 of discovering trends and
strategies, helping customer digest the abundance of available information, and on-
going relationships between buyer and seller
Selling Context
The circumstances that form the setting for an event in terms of which it can be fully
understood and assessed. The interrelated conditions in which something exists or
occurs; i.e. environment or setting When we say that something is contextualized we
mean that it is placed in an appropriate setting, one in which it may be properly
considered.
Why does the "Selling Context" matter?
Context changes the circumstances, the setting and the conditions, therefore
-Context may change the customer perspective
-Context may change the sales tasks
, -Context may change the salesperson's role
-Context may change the sales cycle
The Importance of Sales Experience
"Revenue minus costs must be greater than zero. In other words, a PROFIT must result
from the business activity."
CEOs have sales experience
50% of students end up in sales at some point
A Sales assignment early in a career is valuable:
Customer contact - how they think, what they need
Market knowledge
Platform for performance - results matter, measurable Credibility, both inside and
outside the organization
Executive behaviors - discipline, planning, problem solving, time management,
communication, influence
Product-Oriented Selling Models
when a known need already exists and the task is to demonstrate the product
Memorized, Prepackaged or Script-Oriented Selling Models
when a large salesforce exists, or there is high salesperson turnover, and/or minimal
customization is needed
Customer-oriented Selling Models
adapted to the customers specific needs
Transactional Selling Models
when no repeat business or ongoing relationship is expected
